Tag Archives: selling to the c-suite

When selling to the c-suite, leave needs discovery home. Time spent vs. the value received does not work out very well for the senior executive. Too much of the time in the meeting is spent on educating the salesperson about a problem the senior executive already understands. Instead – have a business conversation! Continue reading →

MedTech salespeople must have an effective strategy for selling at the senior executive level in hospitals. Customizing what you say – the content – is a key start, along with personalizing it and making the sales call into a conversation. This blog 7 shares strategic priorities in the hospital c-suite tohelp MedTech salespeople get started. Continue reading →

If salespeople want to build effective relationships with senior executives they must be engaged with the senior executives early in the buying process. If the contact is first made during the middle phase of the buying cycle when competitive options are being evaluated, then the sales person is reduced to playing a “solution presenter” role. The likely outcome will be a short meeting with a referral to someone lower in the organization. The salesperson is simply too late! Continue reading →

In the B2B market the probability of capturing the business is significantly reduced if you cannot successfully sell at the senior level. So, an important component of any winning account strategy is gaining access to senior executives and selling successfully once you are there. This blog shares best practices for selling to the C-level. Continue reading →